IS Innovation: Adoption of B2B eCommerce

A logistic regression analysis based on completed questionnaires from 135 companies within the Danish steel manufacturing and wholesale business segment suggests that “market positioning and power issues” along with “organizational issues” are the primary, positive drivers for adopting B2B e-commerce. Also, our study found that recommendations from business partners clearly had a negative influence on the adoption. Technical barriers were not found to be significant. Our results challenge the overall thinking of diffusion with respect to the need for ‘muddling through’ and technical capabilities. Finally, our study did not find any difference in adoption motives due to company size.

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